Learn how SAP rolled out a robust enterprise-class social selling program with LinkedIn's Sales Navigator to boost sales productivity. Director of Digital Innovations Kirsten Boileau gives tips and tricks on SAP's approach to training and enablement for social selling success at scale.

1. Inside Look at SAP's ROI Using
LinkedIn Sales Navigator
​ Vidya Subramanian
​ Head of North America Field Acquisition
​ LinkedIn
​ Kirsten Boileau
​ Director of Digital Innovations
​ SAP
HOST
GUEST SPEAKER

2. Type questions into the Q&A panel
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3. The Buying Process Has Changed
The State of Sales
Corporate Executive Board 2013 – Winning The Consensus Purchase
Corporate Executive Board 2012 – New Decision Timeline
Harvard Business Review 2012 – Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level
people are involved in the
average B2B buying decision
5.4
of typical purchase
decisions are made before a
customer talks to sales
57%
of decision makers
ignore cold outreach
90%

4. 4
LinkedIn is Here to Help
400M+
Members
2B+
Updates
Billions
Relationships

5. Today:
your personal
network
All that LinkedIn
has to offer
YOU
Just what
you need
for sales
LinkedIn Can Help You Expand Your Reach

6. Get More Out of LinkedIn with LinkedIn Sales Navigator

7. SAP’s Social Selling ROI
​ Kirsten Boileau
​ Director of Digital Innovations
​ SAP

8. SOCIAL SELLING
• THE NEW WAY OF DOING BUSINESS: CONVERGENCE OF
MARKETING AND SALES
• REQUIRES SHIFT IN MINDSET: FROM PUSH TO PULL, FROM
SELLING TO FACILITATING BUYING
© SAP SE or an SAP affiliate company. All rights reserved. 8

9. How SAP started with Social Selling
2012
Sales
Navigator
Licenses
Created 50
opportunities
in 45 days
Cost per
opportunity
ROI was 20X
© SAP SE or an SAP affiliate company. All rights reserved. 9

10. Create a
professional
brand
Find the
right people
Engage with
insights
Build strong
relationships
Social Selling Index (SSI)
© SAP SE or an SAP affiliate company. All rights reserved. 10

11. DIFFERENCE BETWEEN TOOL AND TOOL + ENABLEMENT =
7X MORE PIPELINE
MAXIMIZING ROI
© SAP SE or an SAP affiliate company. All rights reserved. 11

12. Our top Social Sellers (SSI>70) achieve on average
154%
of
quota
© SAP SE or an SAP affiliate company. All rights reserved. 12

13. On average, at SAP, sales reps with SSI >70 achieve 32%
more revenue and are 10% more likely to achieve quota
© SAP SE or an SAP affiliate company. All rights reserved. 13

14. APJ social sellers with SSI >70 have 64%bigger deals
and 73% bigger pipeline
© SAP SE or an SAP affiliate company. All rights reserved. 14

15. ​ Teams that invest in the training that my team provides on
average achieve 15-20% higher SSI than those that
only invest in the tools.
© SAP SE or an SAP affiliate company. All rights reserved. 15

16. What does enablement look like in the large enterprise?
© SAP SE or an SAP affiliate company. All rights reserved. 16
Education and
Enablement
AccountabilityAwareness

17. Awareness
© SAP SE or an SAP affiliate company. All rights reserved. 17
Awareness
ü Dedicated resources
ü Communications plan
ü Executive sponsorship

18. Education and Enablement
© SAP SE or an SAP affiliate company. All rights reserved. 18
Education and
Enablement
ü Education strategy
ü Plan for scale
ü Community and collaboration

19. © SAP SE or an SAP affiliate company. All rights reserved. 19
Accountability
Accountability
ü Measurement
ü Gamification
ü Recognition program

20. Questions?

21. Thank you
Connect with me on LinkedIn: Kirsten Boileau
Follow me on Twitter: @kirstenboileau
​ Kirsten Boileau
​ Director of Digital Innovations
​ SAP

22. ©2014 LinkedIn Corporation. All Rights Reserved.©2014 LinkedIn Corporation. All Rights Reserved.